All Star Sales T eams fight the urge to replicate and mimic when faced with uncertainty. They are creators of direction, and their decisions are always aligned with the company's internally grounded belief system. What Are Your Own Pay Principles--30 Thousand Feet? What in-house guidelines shape your compensation decision-making? Companies will answer the following questions differently, because each answer is aligned with a company's unique values and current situation. Your answers form a set of pay priorities that will influence the perspec- tive within which you evaluate marketplace information. 1. Is your company's compensation expense based on each employee's individual contribution and value to the organiza- tion? Or is compensation seen by your employees as an en- titlement based on some form of social contract? 2. Does your company determine pay criteria predicated on stan- dards for success, and the assessment of the employee's pro-